In any industry, the success of a firm is measured on the basis of how it wrecks in returns. Returns can only be realized if significant sales are made. In the hospitality industry the situation is not different and ability to sell is the determinant of how successful a firm in this industry is. However, selling is not just a simple act of taking products or services into the market, various activities are involved, not only to make sales but also to ensure that sales will be made in the future. Among the sales functions in this industry are delivering of a sales project. Taking order is a preliminary indicator of sales to be made and involves dealing with the client so as to identify the specification of the order. Missionary is an important function that enables the salesperson to establish relations with the existing or potential customers. Later on the relations will allow the customers to make orders and the firm to make sales (Kotler, Bowen and Makens, 2010). At times there are technical aspects of the product or service in which case salesperson as a technician spends time delivering the technical knowledge to the client. The salesperson must also be a demand creator which means he or she must continuously create an environment which will keep the customer coming for more and by which sales will be increased. For the sake of long run sales and consequent success, a sales person can be a strategic client partner. This means that he or she plans for the future relations through marketing and focusing on maintaining the relationship with the client.
Despite the fact that different industries are dependent on selling as the determinant factor, they approach it in different methods and techniques. For hospitality personal selling is the most effective and therefore widely used. However, it is the most expensive as it involves contacting customers directly. Sales representative in this case does the functions of allocating his or her time among the potential and existing customers, doing communication about the products and the company, making approaches, negotiating and making actual sales . He or she is also mandated to providing consultation services, approaching and establishing new accounts with new customers as well as maintaining the relationship into the future (Kotler, Bowen and Makens, 2010).
Like other sales force, the major objectives of sales force in the hospitality industry is to attainment of company goals which include increasing the incomes of the firm, increasing the market share for the company products, and taking care of the company’s image through public relations function. This allow for operational plans and programs by the sales representative. To improve on the income, the sales force are determined to bring in as many customers as possible by each of their techniques, ensure upgrading of the prices which allow for profits margins (Kotler, Bowen and Makens, 2010). It is also wise to consider the customers with second chance selling and contacting them. Market penetration especially in related industry is a unique technique which aids the a one stop scenario for their firm. It also help increase the market share.
